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Salary: USD 160,000 - 195,000 / annual
Motive empowers physical operations teams—from Fortune 500 enterprises to small businesses—with a unified platform for managing drivers, vehicles, equipment, and fleet spend. The platform combines safety, operations, and finance capabilities with industry-leading AI to reduce manual workloads and provide complete visibility and control.
As a Senior Business Value Consultant, you will be the bridge between Motive's product capabilities and customer business outcomes. You'll lead value-selling initiatives across the organization, working closely with Sales, Sales Engineering, and Customer teams to quantify and articulate the tangible financial and operational benefits of Motive's solutions.
Key responsibilities include:
- Building business cases directly with the sales team on the largest deals, translating technical product advantages into specific financial results and business outcomes
- Presenting value propositions to customer executives, demonstrating how Motive solutions drive measurable financial value
- Leading the adoption of value-selling content, methods, and tools across top customer accounts
- Partnering with sales leaders to train new and existing sales reps on value-based selling approaches
- Collaborating with product line owners to quantify new functionality and identify emerging areas of customer value
- Working with marketing to develop and refine content that clearly communicates product value
- Educating account teams, engineering teams, and marketing on business value best practices and industry trends
- Providing monthly reporting on Value Consulting's impact on sales success metrics
You'll need 3+ years of experience in Business Value, Value Engineering, or similar roles, with a strong background in sales or sales engineering at high-growth technology companies. Expertise in business case frameworks, financial metrics (NPV, IRR, Payback, ROI), and storytelling are essential. A Bachelor's degree is required; an MBA or Master's degree is preferred. Proficiency with Google Workspace applications is expected.
